A solid network is all-important
Quality over quantity is the main thing here. I try to identify people who can act as multipliers and supporters, and regularly consult with them. Of course, I need to cultivate my contacts, and that includes impressing on them how much I value them and their input. The impression I make on others is key: I focus on projecting myself less as a salesman and more as a networker. In communications, I have found it useful to send clear (= unmistakable) messages and in the follow-up to a conversation, to keep promises I have made or ideally, to go one better. The important thing is to be authentic and to try to engage with contacts on a personal level so as to intensify the relationship (and by that increase their willingness to support you). My tip: Before a first meeting/phone call, visit the person’s XING/LinkedIn profile to learn about their hobbies, or anything you may have in common with them, so that you can pick up on those topics in the warm-up part of your conversation.